Improve your firm's hit rate when bidding on projects with the Perfect Pitch
- Find out what issues you should consider before deciding to compete for a job
- Discover the best ways to research your potential client and how to target their hot buttons
- Find out how to assemble and manage an effective proposal and presentation team
- Learn the most effective ways to make your firm outshine—and outlast—the competition
- Learn how to develop eye-catching proposals and presentations that stand out from the pack
- Find out what should be included in every proposal and presentation
- Discover how technical and marketing staff should be involved in this process
- Learn about common mistakes that are easily avoided—IF you know about them in advance
- Learn how to prepare and coach your team for the big presentation
- Discover strategies for negotiating and closing the deal
Your firm has worked hard to build its name in this business. You've got strong leadership, impressive experience, and highly skilled employees. And yet you're still having trouble securing work. Sound familiar?
Today's marketplace is more competitive than ever. So, it's crucial that your proposals and presentations stand out from the competition and prove to potential clients that you're the one for the job. Discover how you can win more work with ZweigWhite's newest resource, Perfect Pitch: An Insider's Guide to Outstanding Proposals and Presentations. This guide will take you step-by-step through this process, from how to research opportunities, to prepping the presentation team, to negotiating and closing the deal.
Which rights option works best for me?
In brief, a single-user license allows you to possess and print only one copy of this report. You're not allowed to share the report with colleagues. A site license allows you to print up to five copies and you may share the document electronically with others in your office. Full description of electronic rights (PDF, 39Kb)
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Chapter 1: Researching and Pursuing Opportunities
- Deciding Whether to Compete for a Job
- Researching the Project and Client
- Thinking Ahead when Proposal Planning
Chapter 2: Researching the Client
Chapter 3: Edging Out the Competition
- Developing Competitive Intelligence
- Determining Your Strengths and Weaknesses
Chapter 4: The Proposal Team
- Team Leader
- Project Manager and Principal-in-Charge
- Marketing Staff
- Technical Staff
- Subconsultants and Teaming Partners
- The Kickoff Meeting
- The Proposal Schedule
Chapter 5: Producing the Proposal: Strategy and Analysis
- Using the RFP
- Highlighting Benefits
- Differentiating Your Firm from the Competition
- Conducting Unique Research
Chapter 6: Elements of the Proposal
- Cover
- Cover Letter
- Executive Summary
- Firm Background
- Experience
-
Project Approach
-
Management Plan
- Capacity
- Resumes
- Schedule
- Fee
Chapter 7: Writing and Graphics
- Using Templates
- Sharp Writing
- Graphics and Layout
- Proposals Preparation Software
Chapter 8: The Final Document
- Red Team Review
- Proofreading
- Printing and Binding
- Delivering the Proposal
Chapter 9: Welcome to the Short List
- Organizing the Presentation Team
- Principals-in-Charge and Project Managers
- Technical Professionals
- Marketing Staff
- Subconsultants and Teaming Partners
- Team Cohesion and Strategy
Chapter 10: Analyzing the Client
Chapter 11: The Presentation Outline
- Stressing Your Firm’s Strengths
- Designing a Strong Finish
Chapter 12: The Graphic Presentation
- Matching Your Graphic Presentation to the Audience and Project
- Preparing Visual Aids and “Leave-Behinds”
- Advanced Presentations
- Outsourcing Presentation Production
Chapter 13: Preparing for the Interview
- Rehearsals
- Coaching
- Tips for Improving Stage Presence
- Time Management
- Last-Minute Preparations
- Anticipating Questions
Chapter 14: Negotiating Agreements & Closing the Sale
- The Art of the Deal: Successful Negotiation Strategy
- Discussion: The Heart of the Matter
- Difficulties in Negotiation
- Closing the Sale
Chapter 15: Debriefing
- Win or Lose, Find Out Why!
- Learning From Projects Lost
- Learning From Projects Won
Chapter 16: Special Cases
- Understanding the Rules
- Characterizing the Likely Audience
- Marketing to the Public Sector
Chapter 17: Case Studies
- A. Morton Thomas & Associates, Inc.
- BRPH Companies, Inc.
- CDS Associates, Inc.
- Coastland Civil Engineering
- Glavan Ferér Architects, Inc.
- Gould Evans
- HDR, Inc.
- JSA, Inc.
- Kirksey
- MBH Architects
- Ross & Baruzzini, Inc.
- Schrickel, Rollins and Associates, Inc.
- TEECOM Design Group
- The Freelon Group
- WPC
- Zimmer Gunsul Frasca Architects, LLP (ZGF)
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Chapter 1: Researching and Pursuing Opportunities
- Deciding Whether to Compete for a Job
- Researching the Project and Client
- Thinking Ahead when Proposal Planning
Chapter 2: Researching the Client
Chapter 3: Edging Out the Competition
- Developing Competitive Intelligence
- Determining Your Strengths and Weaknesses
Chapter 4: The Proposal Team
- Team Leader
- Project Manager and Principal-in-Charge
- Marketing Staff
- Technical Staff
- Subconsultants and Teaming Partners
- The Kickoff Meeting
- The Proposal Schedule
Chapter 5: Producing the Proposal: Strategy and Analysis
- Using the RFP
- Highlighting Benefits
- Differentiating Your Firm from the Competition
- Conducting Unique Research
Chapter 6: Elements of the Proposal
- Cover
- Cover Letter
- Executive Summary
- Firm Background
- Experience
-
Project Approach
-
Management Plan
- Capacity
- Resumes
- Schedule
- Fee
Chapter 7: Writing and Graphics
- Using Templates
- Sharp Writing
- Graphics and Layout
- Proposals Preparation Software
Chapter 8: The Final Document
- Red Team Review
- Proofreading
- Printing and Binding
- Delivering the Proposal
Chapter 9: Welcome to the Short List
- Organizing the Presentation Team
- Principals-in-Charge and Project Managers
- Technical Professionals
- Marketing Staff
- Subconsultants and Teaming Partners
- Team Cohesion and Strategy
Chapter 10: Analyzing the Client
Chapter 11: The Presentation Outline
- Stressing Your Firm’s Strengths
- Designing a Strong Finish
Chapter 12: The Graphic Presentation
- Matching Your Graphic Presentation to the Audience and Project
- Preparing Visual Aids and “Leave-Behinds”
- Advanced Presentations
- Outsourcing Presentation Production
Chapter 13: Preparing for the Interview
- Rehearsals
- Coaching
- Tips for Improving Stage Presence
- Time Management
- Last-Minute Preparations
- Anticipating Questions
Chapter 14: Negotiating Agreements & Closing the Sale
- The Art of the Deal: Successful Negotiation Strategy
- Discussion: The Heart of the Matter
- Difficulties in Negotiation
- Closing the Sale
Chapter 15: Debriefing
- Win or Lose, Find Out Why!
- Learning From Projects Lost
- Learning From Projects Won
Chapter 16: Special Cases
- Understanding the Rules
- Characterizing the Likely Audience
- Marketing to the Public Sector
Chapter 17: Case Studies
- A. Morton Thomas & Associates, Inc.
- BRPH Companies, Inc.
- CDS Associates, Inc.
- Coastland Civil Engineering
- Glavan Ferér Architects, Inc.
- Gould Evans
- HDR, Inc.
- JSA, Inc.
- Kirksey
- MBH Architects
- Ross & Baruzzini, Inc.
- Schrickel, Rollins and Associates, Inc.
- TEECOM Design Group
- The Freelon Group
- WPC
- Zimmer Gunsul Frasca Architects, LLP (ZGF)
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